Many
organizations are working hard to improve their sales effectiveness. Increasingly many of these organizations are
turning to information technology to help improve the efficiency and
effectiveness of their incentive compensation and sales performance management
processes. Many of these organizations
are now in varying stages of rolling out Sales Performance Management (SPM)
solutions.
During these deployments, organizations go through a number of distinct phases
as they mature. The first phase is to ensure that the processes they have in place are
efficient and produce accurate results. As organizations look 'beyond the numbers' they go through increasingly complex phases ending with business
agility and overall SPM optimization.
I asked
Michael Dunne, X-Gartner analyst, and long-time veteran of sales effectiveness and sales performance
management to write a report, outlining these stages of evolution, and to provide
some guidance for organizations who find themselves in different levels of SPM maturity.
The result is a new report which provides great insight as to the evolution of SPM systems within an organization. This is a must-read for anyone trying to educate themselves on the Sales Performance Management landscape. I have also asked Michael to discuss this paper and answer any of your questions in a webcast. This is now scheduled for December 6th.
The result is a new report which provides great insight as to the evolution of SPM systems within an organization. This is a must-read for anyone trying to educate themselves on the Sales Performance Management landscape. I have also asked Michael to discuss this paper and answer any of your questions in a webcast. This is now scheduled for December 6th.